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Joe Morone

B2B Consultative Selling Done the Smart Way

B2B consultative selling

According to the Objective Management Group, 350,000 sales personnel across 200 business sectors only had 48 percent of the skill sets needed for consultative selling. To boost sales, your team needs a sales method that includes the best practices, techniques and skills listed below. Research the Buyer All consultative selling must begin with extensive customer…

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4 Ways to Navigate the B2B Sales Funnel Faster

B2B sales

Do you have three months to devote to making a single sale? That’s about how long it takes to progress through the typical B2B sales funnel. The average time elapsed from lead to opportunity is 84 days. It takes about another 18 days to convert opportunities to sales. That is 102 days from prospect to…

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How to Improve Sales Results

improve sales results

How to Improve Sales Results by Integrating Sales and Marketing While Reducing Costs for B2B Technology Companies Are you unsure how to improve sales results within the B2B technology industry? What are the first steps to increase market penetration and close more sales? We propose that in order to improve sales results, two key internal…

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6 Reasons Why Your Sales Reps Aren’t Closing Sales

closing sales

I hear it every day from CEOs and Sales Leaders; their sales reps cannot close the big deals. Close dates keep getting pushed out. The sale is 99.999% closed, then the customer stops returning calls and emails. A deal that had no worthy competition mysteriously gets awarded to a competitor. Customers lose budgets in the…

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I plan to implement what I learned here today. Definitely.
I really enjoyed it. I think it’s one of the best conferences I’ve been to… I would definitely recommend people to come…
It was great. Joe does a really nice job presenting very topical information in terms of what we need to be thinking about in order to grow our businesses.
Everyone needs to be in sales… It would be amazing to bring your whole team.
The Smart Sales Method? I’ve tried it, I’ve used it, I’ve liked it, I’ve been successful with it. It’s smart. It works.

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Sales recruiters within the B2B Industry
The Smart Sales Method
25 Years of continuous sales growth in B2B technology sales